Manufacturing faces a talent shortage crisis of over 500,000 employees, projected to reach 2.5 million in the next 10 years. With an older workforce and a perpetuated negative culture surrounding manufacturing from the media and education sectors, we need modern solutions to share the reality of modern manufacturing. TCO Strategies aims to change that perspective by reducing turnover by up to 40% and increasing employee engagement and revenue. Talent management is an essential facet of this strategy, and TCO focuses on 10 nodes to increase engagement in multiple areas. As a partner, TCO has already shown massive results with the strategies it has laid out for manufacturers.

Jim Mayer transitioned from a career in construction to industrial manufacturing before founding TCO Strategies. From working in multiple blue-collar roles, he understood a disconnect between company culture and employees. Turnover in manufacturing is currently 44.3%, which is directly tied to company culture. Especially during COVID, employees have left and switched companies for a dollar or even 50 cent raise when possible. The solution is to have a company culture that encourages leadership and a tight-knit feeling in a mercenary workforce.

To find out more about how TCO Strategies is manufacturing the employee experience and to receive an HR and talent management assessment, click here: https://tcostrategies.com/

Most manufacturers aren’t aware of the actual cost of turnover and how it affects the bottom line and overall company culture. Through TCO’s education and mentorship programs, they can help companies gain a competitive advantage by improving engagement. Some of these programs, including pairing MBA students with employees, gain business skills while students gain practical knowledge of what drives these employees. It’s also vital that these engagement strategies continue after the initial process, or else the fall-off will worsen now that employees know how much better the work environment could be.

It’s far more common to see this fall off and keeping accountability and trust a regular part of work is essential. Two-way communication is necessary where it isn’t just the higher-ups talking down to employees but the employees needing to be a crucial part of the conversation. Especially for the younger generation, needing to know what exactly their role is contributing to the company and feel like they are part of something greater than themselves. Younger folks tend to be overlooked, especially by the older higher-ups in the company, as “uninformed” and “green”; however, they have grown up with rapid technological change, and their adaptation to the changing environment is far higher than any other generation before them.

MFG Tribe has helped to push this message as well. Jim was stretched thin to keep up the day-to-day work schedule required at TCO Strategies but still needed to keep an active social media and online presence. With MFG Tribe, Jim found a trusted partner to post daily content and engage with his market and grow his own business beyond what he thought possible. Whether using SEO tools to improve a website or responding to Twitter replies, MFG Tribe has made it easier for TCO Strategies and their clients to interact online better. Online presence is a significant shortfall in the manufacturing space but presents a huge opportunity to improve recruitment and retention.

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LobbyFox is a revolutionary visitor management system for industrial manufacturing companies. On this episode on Talk Shop with Kyle Milan, we sit down with Shannon Oleyar, Chief of Sales and Marketing at Lobby Fox.

Conventional sign-in experiences at manufacturing facilities consist of clipboards, awkward conversations, repetitive orientations hosted by your staff, and possible security holes by having private information in the open. LobbyFox provides a modern, evolving experience that isn’t just a sign-on kiosk but an entire system for communicating between your staff and visitors. Your team doesn’t need to distract themselves from giving orientations thanks to video orientations. Servers can keep electronic quizzes and forms to ensure safety and be easily pulled up and referenced for any reason. For data-loss prevention, all visitor information is kept confidential and confidential on encrypted servers.

Enhance workplace safety, compliance, and the visitor experience with a modern visitor kiosk experience!

Schedule your industrial visitor management demo and begin your free trial of LobbyFox today: https://www.lobbyfox.com/

Customer feedback is an essential part of LobbyFox. As a company that focuses on service industrial manufacturing companies, they listen to customer suggestions and have a good grasp on the needs and nuances of working in the sector. An emphasis on safety orientation videos during the sign-up helps visitors retain information 95% better than reading a form and is just one of the differentiators of LobbyFox. As an adaptable system, LobbyFox makes it easy for delivery drivers to drop off packages, up to a visiting C-level exec to get a user experience tailored to their needs and have a seamless visitor experience.

LobbyFox continually evolves by rolling out new features monthly and serving some of the world's biggest multinational companies. Many clients have signed up for LobbyFox at their facilities after a terrible experience with checking into their own organization's facility or being constantly distracted as the gatekeeper.

LobbyFox keeps employees and visitors out of harm's way. In today’s unpredictable environment, LobbyFox can alert through templated text and email of incidents at the facility. Other features include printing an ID badge with a picture of the visitor and letting staff know who is visiting and where they are supposed to be. In addition, completing forms on the phone via QR provides social distancing to keep the visitor area clean during an elevated pandemic.

The team at LobbyFox is aware of the frustration of multiple software bundles, passwords, services, and more. LobbyFox’s ease of use and dependable customer service make it the most accessible tool in your company’s toolbox. There are no add-on packages and no gimmicks - LobbyFox consults and helps set up the system for your business application, and all features are available from day one.

Subscribe for more from MFG Tribe to see some of the latest innovations, tools, tips, and more from leaders and trailblazers in industrial manufacturing.

#visitormanagementmanufacturing #LobbyFox #receptionreboot 

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If you’re ready to take sales, or anything, to the next step and achieve your goals and dreams, here is your 300-day challenge!

It doesn’t matter where you come from; you can always reach the next step from where you are now. No matter your origin, background, etc., if you put in the right amount of work at the correct times and in the right way, you can achieve your goal, and that’s what this challenge is all about.

The goal you want to set for yourself to accomplish at the end of 300 days should take you out of your comfort zone. It needs to be ambitious and not easily achievable, such as doubling your revenue or quadrupling your sales, or becoming a certain position at your company; of course, don’t make it something impossible (i.e., “make a billion dollars” while you could make it, it’s undoubtedly, extremely improbable). Again, these goals need to be large enough that people think you are crazy; even if you fail to reach will still make a massive change in your life. Finally, don’t set too large a time frame for your goals. A lot can change three to five years down the line, and it seems far away enough not to worry about in the present time. With 300 days, it’s close enough to light a fire under you, yet far away enough to make this crazy goal achievable.

With your goal written down, we move on to the planning stage. Just writing it down and saying mantras to yourself or meditating on your goal won’t give it to you - the drive and emotion to bring it to reality are going to come from you. Break your plan into details and attainable daily, weekly, and monthly subgoals, milestones, and markers to track and ensure everything is going according to plan. If it sometimes seems too much, don’t let it dissuade you from continuing. Make use of every hour you can to make it possible. Keep yourself accountable and discuss your goal with your boss or supervisor to map it out better and get help. After all, help along the way will only make your plan more achievable.

It then comes time to execute your plan. Remember, time works against you when you don’t meet your activity goals, and projects will begin to pile up and stress you out even more. Figure out what you need to do daily to reach that goal in 300 days. Sometimes, you will fail and fall short; it happens. Some days feel like losses. But if 80-90% of your days are won, those losses will feel like blips. But you have to keep working at it. Every day you don’t feel like working your best is a wasted day that works against you.

Give yourself credit for the wins you achieve; it gives you motivation and proof that you can reach the goals you set out for yourself. Give yourself a break to recharge and refocus, and if you have the extra energy and free time available, spend it on reaching your goals somehow. Auxiliary activities such as research, reading a book, additional planning, etc., can help you reach your destination faster. If things aren’t working the way you intended, make adjustments where necessary.

#industrialsales #manufacturingmarketing  #settingsalesgoals 

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Ask Kyle on Q&A Monday - Industrial Marketing and Technical Sales
This Q&A will cover Sales as a Service, data lists for lists, and workflows! If you have questions on industrial marketing or technical sales, be sure to comment and subscribe to Kyle Milan for more insights and expert advice!

Question 1: I saw that MFG Tribe offers Sales as a Service. How does that work if my company doesn’t already have a sales team?

Sales as a Service (SaaS) will be a perfect fit if you still need to get a sales team. MFG Tribe’s primary purpose is to be your dedicated sales team, helping you win clients and grow your business while you focus on delivering products. This is a fantastic way to get a boost in business in a new area or a way to grow if you are just getting started. As MFG Tribe begins to close deals for you, you can start bringing your own sales team on board, or if you already have one, we can train and manage them for you. Three packages are available depending on the size and how much involvement you want from MFG Tribe; starter, accelerator, and partner packages. If you’re interested and want to learn more, check us out: https://mfgtribe.com/

Question 2: When you’re building data lists for new leads, what is the best criteria to use?

Look at your current customers and reverse engineer that into a profile to find customers like that. You’re existing customers are proof of successful sales already, and the best way to grow is to find similar customers to the ones you are working with. On top of that, you also want to find customers you want to work with later on down the line and add that as a secondary point of focus. You don’t just have to hunt down big companies (AKA whales) - many times, it proves more fruitful to spend the same effort signing on multiple small companies than on one large company that may or may not sign on.

Technical Sales University has a fantastic course on building out leads and how to sell to fish, sharks, and whales. If you want to master technical sales and join the hundreds of sales pros already raking in millions in sales, then check out our free preview and enroll in TSU https://training.technicalsalesu.com/

Question 3: When you’re building out a workflow, how do you prioritize where to start?

If you have ever heard of the phrase “eat that frog,” you want to prioritize the most difficult tasks first. For most sales reps, that starts with cold contacts. When it comes to connecting with cold contacts, you begin by building out a nurture campaign; give them value propositions, share content and posts, link to your videos and articles, and more to show that you are a subject matter expert who can give them value and solve their pressing issues. Simultaneously, you want to build an existing customer campaign on a platform like HubSpot and have all of these campaigns running within one to two weeks.

#industrialsales #industrialsalesservice #manufacturingsales 

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Have you been struggling to build your pipeline in industrial manufacturing? If getting leads has become more pain and hassle than needed, let Kyle Milan of MFG Tribe break down all the tips and tricks from years of experience and a new exclusive service offer.

Industrial lead generation was something we pursued first and built upon because we know that the foundation of revenue is having a consistent and reliable stream of customers. In addition to that service, we have added other sales and marketing services as MFG Tribe has continued to grow. We have been testing an extraordinarily successful and improved version of industrial lead generation for a select few of our clients. Today, industrial lead generation is available to the public at scale for a limited time - no matter where your company is in terms of size and growth, there is a package available for you.

STARTER PACKAGE - If you have an existing sales team but want to integrate your CRM systems and start setting up higher expectations for your team, this is the package to begin with.  We’ll help set a level of lead generation activity that is right for you to handle, help train you in using the CRM, learn to manage your team, and give you accountability.

ACCELERATOR PACKAGE - The next step up is where we at MFG Tribe start doing more work for you. This is the best way to go if you want to make an impact in a new territory or line of business. This is done through sales-as-a-service, where our team at MFG Tribe does the heavy lifting to find, prep leads for you and then pass them on to your sales team to convert them, helping you focus solely on winning customers.

PARTNER PACKAGE - The ultimate package where we get you guaranteed business from you beginning to end - we do it all. MFG Tribe will use the full extent of our tools and experienced team to build lists, cold call prospects, and qualified leads, hold demos, RFQs, and more. Best of all, we will close the deals on these prospects for you, streamlining your process to product and service delivery.

This is a highly lucrative program to be a part of, and we ensure that your company will be an excellent fit for a service, particularly at the higher tiers. What makes this program offering so unique is that it will be LIMITED TO A SELECT FEW geographically and by industry. So if you offer a particular product or service in a sector of industrial marketing in a specific area, rest assured that we will not provide competitors any spots in our program. This is an absolutely major advantage that we know will surely gain new customers while crushing your competition!

We have already generated over $46,250,000 in revenue for the clients we serve. If you are interested in getting your company on board to massive success, learn more about of lead generation packages and other services we offer: https://mfgtribe.com/industrial-lead-generation/

#industrialsales  #industrialleadgeneration #industrialmanufacturing  

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Ask Kyle on Q&A Monday - Industrial Marketing and Technical Sales
It’s a spooky Monday - but no tricks here! Just lots of treats and tips from industrial sales expert Kyle Milan! Get over the fear of selling, see what it takes to start a career and sales, and what you can do to take advantage of today’s market.


Question 1: How do I overcome my worst fears in selling?

Know that you are going to deal with rejection - a lot! Most people are going to tell you “no.” Get used to rejection. However, you will feel more comfortable behind a product or service you believe in. Some prospects, no matter what, are unsellable, and you can’t sell to the unsellable. So you need to keep digging through your pipeline, like bobbing for apples, and find the easy ones that are ripe and ready for selling! Repetition is critical; once you keep giving propositions and cold-calling more often, it will spook you less. After enough times, it will become like breathing, and you won’t have to overthink it anymore.

I want to take on a career in technical sales, but I’m scared! How do I know if I will be a good fit?

If a career in the industrial sector and anything regarding mechanical products and service sounds like a sweet treat, give it a shot. Fundamentally, you need a passion for the industry to drive you and give you some sort of enjoyment. If the prospect of having to sell makes you as pale as a ghost, you may need to rethink it. Make sure the product you are selling is, in fact, something you believe in. Even if the money is good, at some point selling a product or service you have no passion or belief in will drag you down, affect your performance, and make you want to leave.

Selling can be highly lucrative; you can make far more money based on your work and passion than a regular salaried job. So if you’re looking to give it a shot, check out our courses at Technical Sales University to give you a massive head start. 200+ sales pros have already graduated with tremendous results, and you too can be best dressed for the party!

Enroll at: training.technicalsalesu.com

What are some things that haunt you that you wish you had known when you started industrial sales?

Marketing and sales have become far more accessible now than they used to be 20 years ago. Back then, you needed to go around physically for face-to-face meetings and pitches. With remote working, internet, and remote calls, you can talk “face-to-face” from your home office without being in full costume! With this pro, however, come cons; the barrier to entry is far more accessible, there’s more competition and a lack of work ethic. However, this does present an opportunity to beat the match easily. Using the right marketing strategy, you can be far more present on social media platforms, whether it is LinkedIn, YouTube, Facebook, Instagram, and more. Seize the opportunity; know your market, get your process down, and subscribe to Kyle Milan to learn more about winning in industrial sales and marketing.

#technicalsales  #industrialsales  #industrialmarketing 

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How to Set Monthly Sales Goals and ACHIEVE Them
Have you hit a plateau in your sales performance? Do you want to achieve crazy success and be at the top of your sales game? Sales pro and industrial marketing leader, Kyle Milan, breaks down the strategy to set the right goals in monthly sales and, most importantly, how to ACHIEVE them!

Whether you are in technical sales selling products or services, it’s vital to understand the fundamentals of goal setting. If you don’t know where you are heading, forget to try to get there. First, who is setting the goal up for you? Understand if it’s a manager or you setting the plan and what metrics and evidence it is based on. Does this goal seem out of your league or out of proportion with your given or potential pipeline? In a sense, you should have “unrealistic” goals; you don’t just want a 10% raise in revenue, you want a 10X raise in commission. Of course, use common sense, base your goal on what you think is possible at optimum performance levels and do your best to break that ceiling. Finally, take that goal and break it down into quarterly, monthly, weekly, and daily numbers. More often than not, when carrying out the right strategy, you may even surprise yourself at how achievable these set goals are.

As we’ve mentioned, you want to reverse engineer this yearly goal into achievable bits throughout the year. After figuring out these weekly and daily goals, factor in your base salary and find out, through commission, how many deals you need to make to hit your commission goal. At your current closing rate, how many sales calls, emails, messages, and more do you need to send to get there? This helps you not only better understand the market but yourself as well. Maybe at your current closing rate, this seems more challenging than it looks, or you aren’t making enough calls. Whichever it may be, do the math and ask the hard questions to figure out what it will take to succeed.

If you’re looking to boost performance KPIs or even still struggling, check out our courses at Technical Sales University. TSU has already gotten over 200 sales pros close 1,389 new projects and garnered over $260 million in revenue in the last two years alone. See a free sneak preview and enroll today: https://training.technicalsalesu.com/

Once these goals are set, it’s now time to look closer at your weekly activity and how you are tracking it. You want to look at filling your pipeline and what you are doing in a given week to close those prospects within it. If your pipeline isn’t packed enough, and you’ve surely looked at everything possible to change within your department, see what your marketing team is doing to attract new business. There are many new and overlooked tactics in lead generation, specifically online through platforms like LinkedIn. Track your current data through some application over 30 days to further assess where your problem areas lay and what can be done to improve them.

Most importantly, hold yourself accountable and commit to these goals TODAY. If you wait for January 1st or next quarter to start goals, you will always find some way to push them back. Do not be afraid of change and procrastinate on this; look to what motivates you. Why do you want to achieve this goal? Whether for a better lifestyle or to support your family, keep that in mind, let it drive you, and always hold yourself accountable to your goals weekly.

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It’s Monday, and you know what that means - Q&A time with industry sales and marketing expert Kyle Milan! 

When it comes to social media for industrial, is TikTok a big deal?
It’s still up in the air whether TikTok will significantly impact advertising your business, particularly in the future. For now, the demographic on TikTok is nowhere near as prime for closing deals as it is on LinkedIn. TikTok, however, serves a purpose as a testing ground for entertainment-type clips. Instagram Reels, Facebook, YouTube Shorts, and LinkedIn cater to a more mature audience where you will likely connect to prospects and their cohorts. Once you have successfully built out your content creation schedule on LinkedIn and other established platforms (whether through your marketing team or an agency like MFG Tribe), see what other similar companies in your space are doing on TikTok, then take the plunge. Remember, don’t neglect daily content on your leading platforms to tread new waters!

What’s the best way to work a trade show when exhibiting?
Get out there and… work it! You may have noticed at trade shows that many sales reps in booths sit there and wait for people to enter. Do the opposite - go out into the aisle, engage with attendees and pull them into your booth. Maybe they’re looking for your product or service, most likely not, and perhaps they’ll never be in the market! But you’ll never know if they’ll close several weeks, months, or a year down the line or know someone who may be privy to what your company offers. So get them into your pipeline. Your booth should be your best foot-forward representation of your company, which extends to you as a representative. Drive forward your value proposition, be prepared, and make the most of your time at the trade show to take advantage of the most underrated way to gain new business outside social media.

If you want to learn more about dominating at trade shows, check out our course at training.technicalsalesu.com

What are some ways to convert marketing-qualified leads into sales-qualified leads?
Marketing-qualified leads (MQLs) are prime for closing. They have gone through enough of the gamut of marketing, advertising, cold-calling, etc., to be familiar with the product or service you offer and may be interested to learn more. The initial conversation has already been made by marketing. This is where the sales team takes the baton of MQLs into sales-qualified leads (SQLs) and does their best to convert them. The best way for sales to close that gap and bring these prospects into a deal is to continue to follow up with them aggressively. Keep warm calling, connect and message them on LinkedIn, and be omnipresent in any way you can to get them to sign up for a calling session and eventually take the plunge into the product or service you are offering.

#industrialmarketing  #tradeshowmarketing  #technicalsales 

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Learn to master cold calling fundamentals with Kyle Milan, who has more than 20 years of experience making cold calls. It can seem incredibly frustrating when you deal with rejection and complicated scripts - so forget everything you know about cold calling and learn the best ways to strike gold.

When you execute cold calls right, you can see massive success, as Kyle’s experience has shown by making millions of dollars over the phone in his career. At the root of the cold call, its purpose is to close deals - it’s a method of selling. Other methods include messaging and emailing, but cold calling is the best way to get into human contact with someone without actually being there to get your point across. You get someone’s full attention with a cold call and can share ideas quicker than you could through email. Timing your cold calls and keeping diligent with prospects may land you a sale even when rejected the first time. Your client may not be ready to sign on today, but they may be next week or next month. The other purpose of the cold call is to eliminate the need to wait for someone to read and email - to bring the opportunity to them.

Being afraid or averse to cold calls is normal; you’ll be hard-pressed to find someone who loves cold calls. But it doesn’t take away from the fact that cold calls can heat your pipeline and take your sales career to the next level. You must set your goals high - 500 cold calls a week. It seems crazy, but when you have a strong sales team, set up your pipeline correctly, and break it down, 500 is very doable. That’s 100 calls a day for about 3 hours. But, 9 out of 10, you’ll reach someone’s voicemail, and you can leave a quick message. Set the process up correctly.

Setting up your process right will lead you to success, only depending on a matter of following and tweaking it. Have a CRM system like HubSpot integrated into a calling feature or an app like Air Call to allow quick dial-up prospects consecutively. Integrate the CRM to send emails automatically to follow up as well. It also works wonders to connect and message your options on LinkedIn simultaneously. Voicemails should be short, at most 20 seconds, to save their time, and your value proposition and critical phrase about what you offer should equally be short and sweet, at most five words.

Organizing prospect lists and getting good, clean, accurate data the first time will make cold calling easier. Broken lists or outdated info will throw snags into your process and slow you down. Keep track of your KPIs and conversion rates to see where things are going well and how you can improve. Once your process is pat down, and your KPIs are delivering, you can scale up your process.

Get the hard work done to see success, and don’t let excuses build up and anchor you down. Instead, keep your pipeline full, and keep it moving. It’s very tempting for someone in sales to get complacent after tasting success - don’t let it be you and stay hungry!

Apply these strategies to your following cold calls and learn more by enrolling in Technical Sales University, an online program that has assisted over 200 sales representatives secure over 1,400+ new projects, generating over $260 million in revenue for their businesses in just the last two years.

#coldcalling #technicalsales #industrialsales 

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It’s Monday - you have questions, and Kyle has your answers for industrial sales and marketing!

When first looking for a marketing agency, it’s essential to find one that understands your industry and the target demographic you’re selling to. Marketing is all about connecting products to people, and agencies can serve as an effective bridge to that gap. Industrial manufacturing is a unique space that requires its own foresight, experience, and basic understanding and engineering knowledge.

Marketing agencies should have an effective strategy to make it easier to gain new clients. In the modern-day, this starts with building a robust website and delivering daily content on websites such as LinkedIn, YouTube, Instagram, and more. The content should consist of videos, articles, and posts to value prospective customers and build trust. Content is king! An agency, such as MFG Tribe, has been highly successful at implementing successful strategies that have garnered a massive return on investment.

Sales and marketing have to work in perfect synchrony; think of them as two wings of a plane. The integration to implement and help both departments is a Customer relationship management system or CRM. There are many out there; good choices include HubSpot and Salesforce. A critical element is ensuring that everything is kept accountable on both sides and that there is proper communication regarding sales goals, growth, and the types of customers that both sales and marketing are looking for. Weekly meetings to physically or remotely come together and keep the team on the same page is also a must; no magic software will integrate a unit unless the team is integrated into a shared set of goals and beliefs.

Organic videos offer far more authenticity than sponsored ads and will garner real and measurable traction toward them. There’s a give-and-take when it comes to organic vs. sponsored videos. On the one hand, the time you spend on creating a video isn’t exactly guaranteed to reach your audience if pushed out organically. However, your own network of marketing and sales employees can share it amongst their own professional networks. On the other hand, sponsored videos are guaranteed to get eyes on them, but this comes at a cost-per-click or share cost that is budgeted in and may seem forced and may not be effective in converting prospects into clients. It always comes down to a choice, whether the price is time or money.

MFG Tribe is a premier content creator in this space. Kyle’s frequent and informative videos and a suite of content gives a great perspective on the reality of industrial marketing and where it’s headed. While there is a lot of online content regarding digital marketing, 99% of it is directed toward other niches and little to no toward industrial marketing. Since our team at MFG Tribe lives and breathes industrial marketing specifically, we are in constant contact with other professionals in the industry and have vision of KPIs on specific trends and directions. We constantly test out strategies and focus on the ones that work, which is why it may seem redundant that we repeat and apply many of the same winning strategies. It all comes down to executing what works! You can make fantastic plans that look good on paper and get caught up in analysis paralysis, but if you are not putting and strategy into action, there will be no benefits

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